亲爱的朋友们，大家好！Welcome back to Keke English, BEC World, This is your friend, Charlie. In this section, I would like to share some amazing materials on Business English Certificate with you, which might give you some insights about the test.

TODAY’S TOPIC
Negotiating fees for services

1. You’re in danger of selling yourself short if you don't’ know where the goalposts are, especially when you’re negotiating with a new client.

2. Research the market and find out the going rate. You can do this by networking contacts or talking to small business advisers. Alternatively, ask the competition.

3. Of course your rivals may not tell you, but there’s no harm in asking. Another prerequisite is learning to recognize when there’s scope for negotiation, because without it, you can waste a great deal of time and energy.

4. Know the amount you would really like, slightly above what you think they will offer and above what you’d be happy to settle for. Also, know your trade-offs.

5. Create a wish list of all the things you’d like to receive if you lived in a perfect world. That way, if the other side want you to move from your preferred or opening position on an issue to a position nearer the bottom line, you can move in exchange for something from your wish list.

6. People who are nervous about negotiating over money often let fear tell them they’re no good at these discussions and not worth the fee.

7. You literally can’t afford the luxury of a single negative thought. Stand up when making negotiating phone calls: it will make you feel more powerful.

Be in danger of 有•••的危险
goalpost 门柱
the going rate 现行收费
scope for •••的余地
trade-off 权衡
in exchange for 作为•••的交换

All right, I think it time to call it a day, let’s discuss something tomorrow, hope you find this useful, good bye.